外贸业务谈判进程.doc

外贸业务谈判进程(英文版)外贸业务谈判进程:Preliminary Talk 初次见面 (1) Li : A businessman of a Chinese Trade companyPeter: A customer L: I understand this is your first visit to our companyP: Yes, and also my first trip to China. Ive always wanted to see with my own eyes Chinas achievements and now Ive been more than rewarded.L: I see, but I hope youve had a pleasant trip.P: I did, thank you. Well, come to the point, the purpose of my coming here is to inquire about possibilities of establishing trade relations with your company.L: Let me assure you of our best attention, Mr.Peter. Whats your line of business?P: Cameras and photographic goods. We are distributors with business branches in most major cities in Britain. Now, wed like to introduce Chinese-made cameras if your conditions are favorable.L: Well see what we can do.P: There might be few of models we would be interested in, if I could go over your latest catalogues.L: Here you are. How many copies would you like to have?P: Ten, please. Id like to airmail some back home.L: Anything else?P: Would it be possible for me to have a closer look at your samples?L: Why not, Mr.Liu over there will take you down to our showroom.P: Thank you. Im afraid Ive taken a lot of your time.L: Not at all. Glad to have been of help. Hope to see more of you in future.外贸业务谈判进程:Preliminary Talk 初次见面 (2) P: Good morning. My name is Peter. Im from the U.S. Here is my business card.L: Pleased to meet you, Mr.Peter. My name is Li.P: Pleased to meet you too,Mr.LiL: Wont you sit down?P: Thank youL: May I offer you a cup of tea P: Certainly. I like you Jasmine tea very much.L: Well, from you business card, I can see that you specialize in oil-drilling equipment.P: Yes, as matter of fact, we have been in this business for more than twenty years. Mr.Wang from your commercial office in Washington has referred me to you in the hope that I might be of some help in your oil industry.L: Currently we have a strong interest in opening up more new oil fields. We could consider buying from you if the technology incorporated in your equipment is advanced and the trade terms favorable.P: I have brought with me a series of catalogs for our latest models. My engineer is accompanying me on the trip. He can meet your technicians and answer any questions about our products. L: Thats an interesting idea. We shall, first of all, study your catalogs and get in touch with our customers. If they are interested, well arrange for further discussion.P: Very good. Im staying in Beijing Hotel. My room is 315.L: Well let you know their responses as soon as possible.P: Good-bye!外贸业务谈判进程:Inquiries 询价(1) P=Peter (customer), Li=a businessman (of a Chinese trade company)P: Im glad to have the chance to visit your company. I hope to conclude some substantial business with you.L: Its a great pleasure, Mr. Peter, to have the opportunity of meeting you. I believe you have seen the exhibits in the showroom. May I know what particular items youre interested in?P: Im interested in your hardware. I have seen the exhibits and studied your catalogs. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which Id like to have your lowest quotations, CIF Vancouver.L: Thank you for your inquiry. Would you tell us the quantity you require so as to enable us to work out the offers?P: Ill do that. Meanwhile, would you give me an indication of price?L: Here are our FOB. price lists. All the prices in the lists are subject to our confirmation.P: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. Its the general practice.L: As a rule we do not allow any commission. But if the order is large enough, well consider it.P: You see, I do business on commission basis. A commission on your prices would make it easier for me to promote sales. Even a 2 or 3 percent would help.L: Well discuss this when you place your order with us.外贸业务谈判进程:Inquiries 询价(2) P: When can I have your firm CIF prices, Mr. Li?L: Well have them worked out by this evening and let you know tomorrow morning. Would you be good enough to come round then?P: Good. Ill be here tomorrow morning at 10. Will that suit you?L: Perfectly. Our offers are good for 3 days.P: I dont need that long to make up my mind. If your prices are favorable and if I can get the commission I want, I can place the order right away.L: I am sure youll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices havent changed much.P: Im glad to hear that. As Ive just said, I hope to conclude some substantial business with you.L: We shall be very pleased. Is there any thing else I can do for you, Mr. Peter?P: Im buying for chain department stores in Canada. They are also interested in Chinese carpets. Id like to make me to the person in charge of this line?L: Certainly. Ill make an appointment for you with Mr. Sung of the China National Animal By-products Corp. P: Thank you very much.外贸业务谈判进程:Inquiries 询价(3) P: I understand that youre interested in our machine tools, Mr. Li.L: Yes, Were thinking of placing an order. Wed like to know what you can offer along this line as well as your sales conditions.P: As you know, we supply machine tools of all types and sizes. We have years of experience in the manufacture tools.L: Weve read about this in your sales literature. May I have an idea of your price?P: Our prices compare favorably with those offered by other manufactures either in Europe or anywhere else. Here are our latest price sheets. You will see that our prices are most competitive.L: Do you take special order? That is, do you make machine according to specification?P: We do. As a matter of fact, we design machine tools for special purposes.L: How long does it usually take you to make delivery?P: As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit. It takes longer, of course, for special orders. But in no case would it take longer than 6 months.L: Good, Another thing, all your prices are on CIF basis. Wed rather have you quote us FOB prices.P: That can easily be worked out.外贸业务谈判进程:报盘(1) P: I come to hear about your offer for bristles.L: We have the offer ready for you. Let me see. Here it is. 100 cases Tsingtao Black Bristles, 57mm, at pounds sterling per kg, CIF European Main Ports, for shipment in June, 1980. The offer holds for three days.P: Why, your price has soared. Its almost 25% higher than last years. It would be impossible for us to make any sales at such a price.L: Im rather surprised to hear you say that. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares favorable with quotations you can get elsewhere. P: Im afraid I cant agree with you there. I must point out that your price is higher than some of the quotations weve received from others sources.L: But you must take quality into consideration. Everyone in the trade knows that Chinas bristles are of superior quality, above that from others sources.P: I grant that yours are of better quality. But theres competition from the synthetic products, too. You cant very well ignore that. Prices for synthetic bristles havent changed much all these years.L: There is practically no substitute for bristle in certain uses. Thats why demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if no for the long-standing relationship between us, we would hardly be willing to make you a firm offer at this price.P: Well, well have a hard time persuading our clients to buy at this price. But I guess I have no choice.外贸业务谈判进程:报盘(2) P: I believe youve studied our proposal for fertilizers.L: Yes, Mr. Peter. And were very much interested.P: Its almost twenty years since we first supplied you with our products in 1954. To our regret, for one reason or another, business between us has failed to follow up. I hope well succeed in concluding some business this time.L: As weve repeatedly stated, China does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are kept to, Im certain that mutually beneficial business will result.P: May we hear your comments on our products?L: We find your samples in conformity with your specifications and suitable for our requirements. On the other hand, weve received offers for products of higher quality. So business depends very much on your prices.P: Taking every thing into consideration, youll find that our prices compare favorably with the quotations you may get elsewhere.L: Im not so sure of that. Before coming to the discussion of price, may I point out that we like to have you quote us on FOB basis?P: Why I dont quite understand. For bulk goods such as chemical fertilizers, its the sellers who arrange the shipping space. It is more convenient for us as well as for you.L: Well, we prefer to have the China National Chartering Corporation take care of the shipping. It doesnt make much difference to you, does it?P: Well, it does make a slight difference, but well do as you wish.外贸业务谈判进程:Counter Offer 还盘(1) P: I have here our price sheet on FOB basis. The prices are given without engagement.L: Good, if youll excuse me, Ill go over the sheet right now.P: Take your time.L: I can tell you at a glance that your prices are much too high.P: Im surprised to hear you say so. You know that the cost of production has risen a great deal in recent years.L: We only ask that your prices be comparable to others. Thats reasonable, isnt it?P: Well, in order to get the business, were quite willing to make some concessions. Would you give me an idea how much you wish to order from us, so that we may adjust our prices accordingly?L: The size of our order depends greatly on the prices. Lets settle that matter first.P: As you wish. Well, if your order is large enough, we are ready to reduce our prices by 2 per cent.L: When I say your prices are much too high, I dont mean they are higher merely by 2 or 3 per cent.P: Then how much do you mean? Can you give me a rough idea?L: For the business to be concluded, I should think a reduction of about 10 percent would help.P: Impossible. How can you except us to make a reduction to that extent.L: I think you are as well informed as I am about the market for chemical fertilizers. Its needless for me to point out that supply exceeds demand at present and that this situation is apt to continue for a long time yet. May I suggest that you cable your home office and see what theyll have to say?P: Very well, I shall do so.外贸业务谈判进程:Counter Offer 还盘(2) L: This is our rock-bottom price, Mr. Li. No further concession can be made in that respect.P: If thats the case, theres hardly any need for further discussion. We might as well call the whole deal off.L: What I mean is that well never be able to come down to the price you name. The gap is too great.P: I think it unwise for either of us to insist on his own price.L: How about meeting each other half way? Each will make a further concession so that business can be concluded.P: What is your proposal?外贸业务谈判进程:Counter Offer 还盘(3) P: Mr. Li, Im anxious to know about your offer. L: Well, weve been holding it for you, Mr. Peter. Here it is. 500 cases of Black Tea, at per kg, CIF Liverpool. Shipment will be in July.P: Thats a high price! Its difficult to make any sales.L: Im rather surprised to hear you say that, Mr. Peter. You know the price of Black Tea has gone up since last year. Ours compares favorably with what you might get elsewhere.P: Im afraid I cant agree with you there. India has just come into the market with a lower price.L: Ah, but everybody in the tea trade knows that Chinas black tea is of top quality. Considering the quality, I should say the price is reasonable.P: No doubt yours is of a high quality, but still, there is keen competition in the sea market. I understand some countries are actually lowering their prices.L: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other brands of tea can compare with ours for flavor and color.P: But I believe well have a hard time convincing our clients at your price.L: To be frank with you, if it werent for our good relations, wed hardly be willing to make you a firm offer at this price.P: All right. In order to get the business, I accept.L: Im glad that weve come to terms.P: Now about the quality. You said you could offer me only 500 cases, which I think is not enough. Last year we sold 700 cases, and Im sure I can do better this year. I hope you can offer me at least 800 cases. L: Because of the rapid growth of both our domestic and foreign markets, our production hasnt been able to keep up with the demand. 500 cases are the best I can offer you at present.P: I see. But if I dont see to my market, my customers will naturally turn somewhere else for their needs.L: Sorry, I dont think we can offer you more than 500 cases this year. As a matter of a fact, we have made a special effort to get even these 500 cases for you.P: All right. Well take the 500 cases this time. But I do hope you could supply more next time.L: Well see if we can do better next year.外贸业务谈判进程:Counter Offer 还盘(4) L: Mr. Peter, lets have your firm offer now.P: Gladly. Heres our offer, 310 Francs per ton, FOB Marseilles. You will notice the quotation is much lower than the current market price.L: Im afraid I disagree with you there. We have quotations from others sources too. And, as you well know, we mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount of chemical fertilizer only when the price is reasonable.P: Well, then, whats your idea of a competitive price?L: As we do business on the basis of mutual benefit, I suggest somewhere around 270 French Francs per metric ton FOB Marseilles.P: Im sorry the difference between our price and your counter offer is too wide. Its impossible for us to entertain your counteroffer, Im afraid.L: Mr. Peter, you no doubt have wide contacts. I dont think I have to stress that our counteroffer is well founded. It is in line with the international market.P: I dont see how I can pull this business through. Mr.Li, lets meet each other halfway. Mutual efforts would carry us a step forward.L: Now, Mr. Peter, what we have given is a faire price.P: Well, hows this? We take the price you offered, provided you take the quality we offered.L: Wouldnt it be better to settle on the price first before going on to the quantity? If you accept our counteroffer, well advise our endusers to buy from you.P: Then perhaps you could give me a rough idea of the amount needed?L: Itll be somewhere around 50,000 tons.P: All right, Mr. Li, as a token of friendship, we accept your counteroffer for ammonium sulphate for 50,000 tons, at 270 French Francs per metric ton FOB Marseilles.L: Im glad we have brought this transaction to a successful conclusion.P: I appreciate your efforts and cooperation and hope that this will be the forerunner of other transactions in future.外贸业务谈判进程:Withholding Offer 暂停发盘 L: Welcome to Beijing, Mr. Peter.P: Thank you. Im glad I was able to comeL: Did you have a pleasant trip?P: One could hardly call it so. We ran into a thunderstorm over Hong Kong, and the airplane was so tossed about that everyone got airsick.L: Is that so? I am sorry to hear that. I hope you had a good rest after that.P: I hade a very restful night. The Xinqiao Hotel is a nice quiet place. Im quite myself again.L: Glad to hear it. Shall we talk business now?P: Yes. Thats fine.L: In your reply to our enquiry, you clearly stated the reasons why you couldnt make us an offer at the time and suggested a vis a vis talk with us. Do you see your way now to take the matter again?P: Please accept my apologies for our inability to be more responsive to your enquiry.L: Thats all right. Unforeseen circumstances do occur, dont they?P: You see, when we received your enquiry, the world market was under the impact of a currency crisis, which made it difficult for us to make a firm offer. Now the storm is more or less over, at least for the time being.L: I presume you know where you stand now.P: Yes. Hopefully I feel were in a position to resume business negotiations now. But in those uncertain days about two weeks ago, most of the experts at our end refrained from quoting prices. U.S. dollar devaluation was imminent, and sterling was also under heavy pressure. We couldnt afford to take chances.外贸业务谈判进程:Withholding Offer 暂停发盘(2) P: Weve luckily survived this crisis. In order to put our business relations on a solid footing, we have come to explain the position ourselves.L: Good. Were really looking forward to doing business with you in the years to come.P: so are we. However, the tallow market has been quite strong for sometime and the prevailing price in the London market is around US$303 for bulk tallow.L: Im sorry to say that we find your price unacceptable.P: Would you give me an indication as to the price you consider workable? L: I hope you would reconsider your price and bring it into line with the world market price.P: Well, Ill be glad to hear what you have in mind.L: I can only say that the prices from other sources are muc